Director of Sales

TerraBella Asheboro•Greensboro, NC

About The Position

The Director of Sales manages the community’s sales operations, connecting with prospective residents through multiple communication platforms and converting inquiries into move-ins to achieve occupancy targets. The role uses industry trends and knowledge of local competitors to develop sales tactics. Success is measured through sales conversions, revenue optimization, move-ins, and average daily occupancy. The posting notes base pay and commission potential up to $95,000 and an additional bonus plan. The Director of Sales manages lead engagement and tracking, sales reporting, community tours, local sales events, market research, revenue optimization, and referral-source development. The role also coordinates the resident move-in process with residents, families, and community teams, and participates in community leadership activities and professional development.

Requirements

Proficiency in Microsoft Office, including Word, Excel, Outlook, and PowerPoint.
Experience working with sales CRM systems and tracking leads and sales activities.

Nice To Haves

Bachelor’s degree in marketing, business, public relations, or a related field.
Two years of marketing or sales experience in a senior living setting.

Responsibilities

Engage leads from advertising, public relations, referrals, and personal contacts, and convert them into community residents using the sales process.
Build customer-focused relationships, advance leads through the sales process, and gain customer commitment.
Execute the Sales Playbook, including discovery, objection handling, and closing techniques, to meet occupancy and net revenue goals.
Manage sales tracking reports, provide daily updates, and convey sales activities to the Executive Director.
Conduct weekly strategy and advisory meetings with the Executive Director.
Communicate sales results to key stakeholders at least weekly.
Conduct on-site community walkthroughs to ensure tour paths and model rooms are ready for prospective visitors.
Plan and execute local sales events to generate and convert leads.
Prepare management reports on sales activities, leads, move-ins, conversions, and critical success factors.
Track leads, prospects, and sales activities accurately in a CRM.
Collaborate with the Executive Director and marketing teams to develop tactics for achieving lead goals.
Conduct quarterly competitive market research on established and upcoming communities, product rankings, and market position; report the data in the competitive market analysis tool.
Prepare general market analyses and develop methods for tracking prospective residents and referral sources.
Identify competitive opportunities and threats and present strategic alternatives to the Executive Director and Regional Sales Leadership.
Use pricing, incentives, and inventory management to optimize net revenue and achieve budget.
Analyze and interpret sales metrics and recommend operational improvements to improve community NOI.
Advise prospective residents and internal and external business partners.
Develop a network of non-paid referral sources to generate leads and move-ins.
Plan and conduct monthly presentations for professional referral sources.
Lead monthly referral-development meetings with the Executive Director and appropriate executive team members.
Document networking and professional referral sources in the CRM.
Review and facilitate the Move-In Packet with residents and/or families.
Coordinate resident assessments with the clinical team.
Oversee the move-in process to support a smooth transition into the community.
Ensure state-mandated paperwork and forms are completed by the resident and/or family on or before move-in.
Coordinate resident administrative files with the Executive Director, BOM, and DHW to meet state-specific regulatory requirements and support timely lease signing.
Maintain professional development through reading, conferences, and training sessions.
Represent the community’s senior living concept professionally and honestly.
Participate in community leadership meetings and functions.
Perform other duties as assigned.